For years, insurance agencies have counted on homeowners accepting higher insurance rates rather than going through the hassle of switching insurance policies or even companies. What you may not realize is that this “business as usual” attitude creates a perfect opportunity for you to reach out to aged leads and when their loyalty by studying their needs and offering them appealing alternatives to their current coverage.
Listen and Learn
Your first step in the sales process should always be gathering information. Ask your prospects what they like about their current homeowners insurance policies as well as what they wish they could change. Find out what, if anything, they would be willing to sacrifice for lower premiums.
Build Trust and Integrity
No matter how good your policies may be, prospects will not switch to your insurance agency unless they trust you. Building trust is usually just a simple matter of doing what you say you will do when you say you will do it. For instance, if you’ve agreed to email a quote to a prospect on Monday, don’t put the task off until the following Friday.
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Prepare a Customized Proposal for Each Prospect
Create a homeowners insurance plan unique to each prospect. In most cases, that will mean using some creativity to come up with a cost-effective solution to challenge the high rates the prospect is currently paying. In other cases, it will mean adding riders or increasing coverage to create a plan tailored to the client’s lifestyle and concerns.
Aged Leads Need Nurturing
Remember that many aged insurance leads were once brand new leads who somehow slipped through the cracks without getting the product they wanted. Take some time now to talk to them about their goals and options, and you’ll be amazed at how frequently that small commitment of your time will pay off by making sales and winning loyal customers.
Increased insurance premiums, decreased coverage, and an agent who is all but unreachable do not have to be a homeowner’s reality. Reach out to your prospects with personal attention and innovative plans that will challenge everything they “know” about insurance rates.